Frederick Fox

District Sales Manager – Utah

Position Overview

The District Sales Manager is responsible for driving revenue
growth, achieving sales targets, and expanding market presence
across an assigned Utah territory. This role focuses on selling
capital medical devices and aesthetic technologies to physicians,
medical spas, and other healthcare and aesthetic practices, with
an emphasis on laser, light-based, and radiofrequency (RF)
technologies used in facial, body, skin, hair-removal, and
women’s wellness treatments.

The District Sales Manager owns the sales process from
prospecting and territory planning through clinical evaluations,
product demonstrations, proposal development, equipment
placement, and post-installation account development. Success
requires the ability to communicate clinical value, demonstrate
financial return on investment, and help practices integrate new
technologies into their treatment offerings to drive patient
demand and sustainable revenue.

Working closely with regional sales leadership, clinical
educators, marketing, service, and applications teams, this
individual ensures that customers receive the education and
support necessary to implement new technologies, train staff, and
increase utilization. The ideal candidate combines a proven
record of quota achievement with strong clinical communication
skills, disciplined territory management, and the ability to
build trusted relationships with physicians and practice leaders.

Key Responsibilities

District Sales Strategy & Revenue Growth

* Develop and execute a comprehensive sales strategy for the
assigned Utah territory to achieve or exceed annual and quarterly
revenue targets.
* Build and maintain a qualified sales pipeline across aesthetic
practices, medical spas, physician offices, and other relevant
healthcare providers.
* Identify and prioritize high-potential accounts based on
clinical needs, purchasing capacity, treatment offerings, growth
potential, and alignment with the product portfolio.
* Establish territory plans that allocate time and resources
toward opportunities with the greatest potential for capital
equipment placements and recurring revenue.
* Monitor territory performance against quota, identify gaps, and
implement targeted action plans to recover underperformance.
* Manage the full sales cycle, including prospecting, needs
assessment, demonstrations, clinical evaluations, proposals,
negotiations, and closing.
* Develop relationships with multiple stakeholders within target
accounts, including physicians, practice owners, medical
directors, practice managers, and purchasing decision-makers.
* Maintain consistent field activity and strategic account
coverage without prioritizing activity volume over meaningful
commercial outcomes.
* Identify opportunities to expand territory penetration,
increase market share, and develop long-term customer
relationships.
Capital Equipment Sales & Clinical Evaluations

* Present capital medical devices and aesthetic technologies to
physicians, medical spas, and other qualified healthcare
providers.
* Lead clinical evaluations and product demonstrations that
communicate approved treatment applications, technology
capabilities, clinical value, and relevant business benefits.
* Explain how laser, light-based, and radiofrequency technologies
may support practices’ treatment offerings and patient care
objectives.
* Translate customer needs into appropriate technology
recommendations and financially sound proposals.
* Demonstrate the potential return on investment of equipment
purchases using relevant assumptions about treatment pricing,
procedure volume, utilization, and consumable requirements.
* Coordinate with clinical educators and applications specialists
to provide appropriate technical and clinical support during
evaluations.
* Address customer questions, objections, and competitive
considerations with accurate product information and approved
claims.
* Manage opportunities through purchasing approvals, contract
completion, order processing, installation planning, and customer
go-live.
* Maintain consistent follow-up throughout the sales process to
advance qualified opportunities and improve conversion rates.
Aesthetic Technology & Procedure Development

* Develop a strong working knowledge of the organization’s
aesthetic technology portfolio, including laser, light-based, and
RF systems.
* Educate physicians and practice leaders on approved
applications across facial aesthetics, skin rejuvenation, body
treatments, hair removal, and women’s wellness.
* Help practices evaluate how new technologies can complement
existing services and address appropriate patient needs.
* Communicate product capabilities, treatment considerations, and
clinical benefits accurately without overstating indications or
outcomes.
* Partner with clinical educators to coordinate product
demonstrations, training sessions, and procedure education.
* Support practices in integrating new procedures into their
service offerings through structured implementation and
follow-up.
* Identify opportunities to expand treatment menus across
relevant product categories when clinically appropriate.
* Gather customer feedback and communicate insights about
procedure demand, clinical needs, and market trends to internal
teams.
Installed Account Development & Utilization Growth

* Build long-term relationships with installed accounts to
support customer satisfaction, equipment utilization, and repeat
business.
* Establish structured post-installation follow-up to assess
staff readiness, treatment adoption, and customer support needs.
* Coordinate in-service training and refresher education with
clinical educators and applications specialists.
* Help practices identify barriers to adoption and develop
practical approaches to improve utilization of installed
technologies.
* Monitor consumable usage, reorder patterns, and account
activity to identify opportunities for recurring revenue growth.
* Identify opportunities to expand account relationships through
additional equipment placements, complementary technologies, and
appropriate treatment applications.
* Work with service and support teams to address installation
issues, equipment concerns, and customer needs that may affect
adoption.
* Encourage satisfied customers to participate in appropriate
reference, referral, and peer education opportunities.
* Use customer feedback and account performance information to
identify opportunities for retention, expansion, and improved
customer experience.
Territory Planning & Account Prioritization

* Maintain a structured territory plan that identifies target
accounts, decision-makers, opportunity stages, and expected
revenue.
* Segment accounts based on potential value, clinical fit,
purchasing readiness, and long-term growth opportunities.
* Develop account-specific engagement strategies that address
each practice’s needs, decision-making process, and commercial
objectives.
* Manage long sales cycles through consistent follow-up,
stakeholder engagement, and clearly defined next steps.
* Build relationships with physician champions, practice
managers, and other influential stakeholders who can support
purchasing decisions.
* Monitor competitive activity, market trends, and emerging
opportunities across Utah.
* Use territory data and customer insights to adjust account
priorities and improve sales effectiveness.
* Coordinate field visits, demonstrations, and follow-up
activities to maximize territory coverage and meaningful customer
engagement.
Sales Forecasting, CRM & Performance Management

* Maintain accurate and timely CRM records covering prospect
activity, account interactions, opportunities, demonstrations,
proposals, and sales outcomes.
* Prepare reliable monthly and quarterly forecasts based on
opportunity quality, stage progression, customer commitments, and
anticipated closing dates.
* Monitor pipeline coverage and sales conversion trends to
identify risks to quota attainment.
* Develop written action plans to address forecast gaps and
improve territory performance.
* Track capital equipment placements, consumable revenue,
installed account utilization, and account expansion
opportunities.
* Provide regular territory updates to regional sales leadership,
including performance results, pipeline changes, competitive
developments, and customer feedback.
* Maintain accurate documentation of customer commitments,
opportunity next steps, and expected installation timelines.
* Use performance data to refine sales strategies, prioritize
resources, and improve forecast reliability.
Cross-Functional Collaboration

* Partner with regional sales leadership to align territory
activities with commercial objectives and broader growth
strategies.
* Coordinate with clinical educators and applications specialists
to support demonstrations, evaluations, training, and procedure
adoption.
* Work with marketing to leverage approved promotional materials,
campaigns, events, and educational resources.
* Collaborate with service and technical support teams to
coordinate installations, resolve equipment concerns, and support
customer satisfaction.
* Partner with finance and internal operations teams to
facilitate proposals, contracts, order processing, and equipment
delivery.
* Communicate customer needs, competitive insights, and product
feedback to relevant internal stakeholders.
* Coordinate internal resources for strategic opportunities that
require additional clinical, technical, or commercial support.
* Contribute to a collaborative sales culture focused on customer
outcomes, accountability, and sustainable revenue growth.
Compliance & Professional Standards

* Conduct sales activities in accordance with applicable laws,
regulations, company policies, and medical-device industry
requirements.
* Communicate product indications, capabilities, benefits, and
limitations accurately and within approved labeling and claims.
* Ensure that demonstrations, clinical evaluations, and training
activities follow established company procedures.
* Use approved clinical, technical, and marketing materials when
discussing products and treatment applications.
* Represent competitive products and comparisons accurately,
professionally, and in accordance with company policies.
* Protect confidential customer, patient, and company
information.
* Complete required compliance and product training and maintain
current knowledge of relevant policies.
* Escalate product complaints, safety concerns, and other
reportable issues through established procedures.
Qualifications

Required Qualifications

* Proven track record of achieving or exceeding sales quotas in
capital medical device sales, aesthetic technology sales, or a
closely related healthcare technology environment.
* Experience selling to physicians, medical spas, aesthetic
practices, or other relevant healthcare providers.
* Demonstrated ability to manage complex sales opportunities from
initial outreach through clinical evaluation, purchasing
approval, and equipment installation.
* Working knowledge of laser, light-based, and radiofrequency
technologies or the ability to quickly develop product-specific
expertise.
* Ability to explain clinical applications and business value to
physicians, practice owners, medical directors, and practice
managers.
* Experience developing proposals and communicating return on
investment using relevant practice economics and utilization
assumptions.
* Strong territory planning, account prioritization, pipeline
management, and sales forecasting skills.
* Ability to manage multiple stakeholders and maintain momentum
throughout longer sales cycles.
* Strong written and verbal communication, presentation,
negotiation, and relationship-building skills.
* Proficiency with CRM systems and standard sales productivity
tools.
* Valid driver’s license and willingness to travel regularly
throughout the Utah territory.
* Bachelor’s degree or equivalent relevant professional
experience in medical device sales or a related field.
Preferred Qualifications

* Experience selling aesthetic medical devices or energy-based
technologies to physician practices and medical spas.
* Familiarity with facial aesthetics, skin rejuvenation, body
treatments, hair removal, and women’s wellness applications.
* Experience managing both capital equipment placements and
recurring consumable revenue.
* Established relationships with physicians, dermatologists,
plastic surgeons, aesthetic practice owners, or other relevant
healthcare professionals.
* Experience coordinating clinical demonstrations, product
evaluations, staff education, and post-installation utilization
initiatives.
* Familiarity with medical-device compliance requirements,
approved product claims, and clinical training standards.
* Demonstrated success expanding installed accounts through
increased utilization, consumable reorders, and complementary
technology placements.
* Experience developing physician referral relationships and
customer advocacy programs.

DSM - UTAH

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